SPA Pricing Education, Analytics & Decision Making Tools Webinar Series

Tag: Pricing Theory

Book: Asking About Prices – A New Approach to Understanding Price Stickiness

Book: Asking About Prices – A New Approach to Understanding Price Stickiness

Summary: Asking About Prices offers a groundbreaking empirical approach to a puzzle for which theories abound but facts are scarce. Why do consumer prices and wages adjust so slowly to changes in market conditions? The rigidity or “stickiness” of prices is central to the Keynesian economic theory and vital to understanding hom monetary policy works, […]

Book: Beating the Commodity Trap – How to Maximize Your Competitive Position & Increase Your Pricing Power

Book: Beating the Commodity Trap – How to Maximize Your Competitive Position & Increase Your Pricing Power

Summary: Commoditization-a virulent form of hypercompetition-is destroying markets, disrupting industries, and shuttering long-successful firms. Conventional wisdom says the best way to combat commoditization is differentiation. But differentiation is difficult and expensive to implement, and keeps you ahead of the pack only temporarily. In Beating the Commodity Trap, Richard D’Aveni provides a radical new framework for […]

Book: Cheap – The High Cost of Discount Culture

Book: Cheap – The High Cost of Discount Culture

Summary: From the shuttered factories of the Rust Belt to the strip malls of the Sun Belt-and almost everywhere in between-America has been transformed by its relentless fixation on low price. This pervasive yet little- examined obsession with bargains is arguably the most powerful and devastating market force of our time, having fueled an excess […]

Book: Competitive Cost-Based Pricing Systems for Modern Manufacturing

Book: Competitive Cost-Based Pricing Systems for Modern Manufacturing

Summary: In an era of fierce international competition, manufacturing firms must have a thorough understanding of their cost structure and how that structure relates to pricing and product mix decisions. Two competing conceptual approaches to designing product cost systems that support decision making are Activity-based Costing and the Theory of Constraints. Rather than argue in […]

Book: Contextual Pricing – The Death of List Price & the New Market Reality

Book: Contextual Pricing – The Death of List Price & the New Market Reality

Summary: A few leading companies have jettisoned ideas about pricing that other companies believe are indispensible. The result has been superior performance against competitors who persist in a simplistic 1990’s belief in “value.” Contextual Pricing describes how buyers are influenced by comparison points and contextual messages more than by actual price levels. Identical products can […]

Book: Crush Price Objections – Sales Tactics for Holding Your Ground & Protecting Your Profit

Book: Crush Price Objections – Sales Tactics for Holding Your Ground & Protecting Your Profit

Summary: These days it seems like we’re always in a buyer’s market. But even at a time when the word value is used interchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionals to regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-Added […]

Book: Guide to Contract Pricing – Cost &Price Analysis for Contractors, Subcontractors, & Government Agencies (5th edition)

Book: Guide to Contract Pricing – Cost &Price Analysis for Contractors, Subcontractors, & Government Agencies (5th edition)

Summary: This master reference in its fifth edition contains everything you need to know about government pricing rules and regulations in one easy-to-use volume. Guide to Contract Pricing: Cost and Price Analysis for Contractors, Subcontractors, and Government Agencies, 5th Edition, explains how the government conducts business and walks you through every step of the contracting […]

Book: Harvard Business Review on Pricing

Book: Harvard Business Review on Pricing

Summary: Finding the right price for your product or service often feels more like an art than a science. Price a product too high and you may limit your market. Price too low and not only will you leave money on the table, you may damage your brand or, even worse, ignite a competitive price […]

Book: Impact Pricing – Your Blueprint for Driving Profits

Book: Impact Pricing – Your Blueprint for Driving Profits

Summary: Pricing strategist Mark Stiving dares you to take a fresh look at the framework behind your product price, and asks—how can you make a greater impact? Stiving empowers you to revaluate your pricing approach, urging you to stop focusing on price as a means to sell and start focusing on price as a tool […]

Book: Implementing Value Pricing – A Radical Business Model for Professional Firms

Book: Implementing Value Pricing – A Radical Business Model for Professional Firms

Summary: An overwhelming majority of pro-fessional firms price their services by the flawed hourly billing method. This method is outdated, suboptimal, and driving the best and brightest out of the professions. While lawyers, accountants, and consultants serve noble callings, the predominant method of pricing for their services is not worthy of them. There is a […]